Senior Remote B2B SDR — Outbound Prospecting

VirtuHire; South Africa; Remote; ZAR 971,000 - 1,457,000; Full time

Benefits offered by this job

Remote work

US market exposure

Job summary

Virtu Hire is seeking an experienced Sales Development Representative (SDR) for a fully remote role focused on US outbound sales and lead nurturing from South Africa. You will qualify opportunities, manage a pipeline, and work with senior decision makers in hospitality, events, education, and municipal sectors.

The role requires a minimum of 3 years in B2B outbound sales, strong English communication, and the ability to work independently with a clear reporting line. A voice sample is required.

Qualifications

• Minimum 3 years' experience in B2B outbound sales or SDR/BDR roles.
• Experience generating qualified opportunities for outside or field sales teams.
• Experience selling into the US market is highly advantageous.
• Remote work experience is strongly preferred.

Responsibilities

• Manage and work through B2B lead lists to generate qualified opportunities.
• Conduct outbound prospecting via cold calling, email, LinkedIn and SMS.
• Nurture longer sales-cycle opportunities until prospects are sales-ready.
• Qualify prospects based on need, buying intent, timing and authority.
• Build relationships with US-based decision makers and hand opportunities to Territory Sales Reps.
• Maintain CRM records and manage multiple opportunities through stages.

Skills

B2B outbound sales

Lead nurturing

US market experience

Cold calling

CRM proficiency

Tools

EspoCRM

RingCentral

LinkedIn Sales Navigator

ZoomInfo

Apollo.io

Mautic

ChatGPT

Magento 2

Job description

Lead Nurturing & Business Development | Remote | South Africa

Position Overview

We are looking for an experienced Sales Development Representative (SDR) to join a growing US-based commercial furniture business. This is a full-time remote opportunity focused on B2B outbound sales, lead nurturing, prospect qualification and business development.

The successful candidate will work with company-provided, enriched lead lists and engage US-based decision makers across the hospitality, events, education, religious and municipal sectors.

This is not an entry-level SDR role. The ideal candidate will have at least 3 years of B2B outbound sales experience, be confident conducting unscripted calls with senior decision makers, and be highly self-managed with the ability to manage their own pipeline and reporting without close supervision.

Key Responsibilities

• Manage and work through company-provided B2B lead lists to generate qualified sales opportunities.
• Conduct outbound prospecting through cold calling, email, LinkedIn and SMS.
• Nurture longer sales-cycle opportunities until prospects are genuinely sales-ready.
• Qualify prospects based on business need, buying intent, timing, decision-making authority and potential opportunity value.
• Build relationships with US-based decision makers, including:
• General Managers
• Facility Directors
• Purchasing and Procurement Officers
• Parks and Recreation Directors
• School Administrators
• Church Administrators
• Event and Venue Managers
• Handle objections confidently and maintain natural, unscripted conversations.
• Identify qualified opportunities and hand them over to Territory Sales Representatives.
• Maintain accurate and detailed CRM records for all prospect interactions and opportunities.
• Follow up consistently with prospects and manage multiple opportunities through different stages of the sales cycle.
• Use sales intelligence and prospecting tools to research accounts and personalise outreach.
• Use AI tools to support prospect research, personalisation, summarisation and productivity.
• Provide regular reporting on activity, pipeline progression, qualified opportunities and follow-up requirements.
• Work independently and proactively without requiring constant supervision or prompting.
• Potentially support opportunities further through the sales process, with closing ability considered a strong advantage.

Key Performance Indicators

Success will not be measured purely by call or appointment volume.

The primary focus will be on:

• Number and quality of qualified opportunities generated.
• Opportunities accepted by the Territory Sales Representatives.
• Quality and accuracy of qualification.
• Consistent pipeline development and lead nurturing.
• CRM accuracy and documentation.
• Follow-up discipline.
• Self-managed reporting and communication.
• Ability to maintain a consistent outbound activity level.
• Contribution to revenue-generating opportunities.

Requirements

Experience

• Minimum 3 years' experience in B2B outbound sales, SDR, BDR, lead generation, lead nurturing or inside sales.
• Proven experience generating qualified opportunities for an outside or field sales team.
• Experience selling into the US market is highly advantageous.
• Experience working with longer B2B sales cycles is preferred.
• Experience within SaaS, BPO, commercial services, furniture, hospitality, events or other B2B environments is advantageous.
• Previous fully remote experience is strongly preferred.

Communication

• Fluent, professional spoken English is essential.
• Must have clear, neutral and easily understood English suitable for speaking with US-based decision makers.
• Strong telephone presence and confidence communicating without relying heavily on scripts.
• Excellent objection handling, rapport building and questioning skills.
• Ability to communicate professionally with senior business decision makers.

A voice sample or recorded call example is required with every candidate submission.

Self-Management

The successful candidate must be highly independent and capable of managing their own workload.

You should be able to:

• Manage your own daily pipeline and priorities.
• Work effectively without constant supervision.
• Proactively report on activity and progress.
• Identify when follow-up is required without being prompted.
• Maintain consistent productivity while working remotely.
• Demonstrate strong accountability and ownership.

Sales & Technology Skills

Experience with the following tools is advantageous:

• EspoCRM or comparable CRM platforms
• RingCentral or similar cloud-based diallers
• LinkedIn Sales Navigator
• ZoomInfo
• Apollo.io
• Mautic or other marketing automation platforms
• ChatGPT and other AI productivity/research tools
• Magento 2

Candidates do not need experience with every platform, but should demonstrate strong overall CRM, sales technology and prospecting-tool proficiency.

Working Hours

Monday to Friday

US Eastern Time: approximately 09:00–17:00 ET

South African Time: approximately 15:00–23:00 SAST, shifting to approximately 16:00–00:00 SAST during US winter time.

Candidates must be comfortable and able to maintain this schedule on a long-term basis.

Short-term or temporary evening availability will not be suitable.

Remote Working Requirements

Candidates must have:

• A dedicated, quiet home office.
• Reliable high-speed internet.
• A suitable computer/laptop and professional working environment.
• Reliable backup power for outages/load shedding, such as an inverter or UPS.
• Mobile internet/data failover.
• A demonstrated ability to remain operational during power or connectivity interruptions.

Candidates will be required to confirm their internet and backup power arrangements in writing.

What We Offer

• Full-time remote position.
• Opportunity to work with an established US business.
• Direct exposure to the US B2B market.
• Long-term growth opportunity.
• Initial one-month trial period, followed by ongoing employment based on performance.
• Potential for additional opportunities as the business expands.
• Potential commission structure linked to performance.

Recruitment Process

Shortlisted candidates may be required to complete:

1. CV and experience screening.
2. One-way video introduction.
3. Voice sample or recorded sales call.
4. Interview.
5. Potential live/mock sales call or blind role-play.
6. Final client interview.

Candidates should be prepared to demonstrate their ability to conduct a natural, unscripted B2B sales conversation and qualify a prospect effectively.